CHAPTER-1

SAMPLING DETAILS

Target Population:

The population for this research study consists of the residence of Bhubaneswar.

Sampling Unit:

In this study the Sampling unit is individual consumer and retailers.

Sample SIZE:

50 consumers 50 retailers. MASALA

Sampling Method:

 The Sample is selected by using convenience- sampling method.

 Type of the research undertaken is analytical

 Technique used is random Sampling

 Sample size taken is 50

 Source of data used include both primary and secondary data

 Tool used for the research is Questionnaire

 Plan of analysis are tables and graphs

1
 RESEARCH OBJECTIVES

Comparative study to find out the market share of the BHARAT MASALA in

 Unit 1 Market

 Jharapada Market

 Mancheswar Railway colony market

 Acharya vihar

 To understand the competitive market of masala

 To study the sales promotion activities of Bharat Masala

 To examine the implementation and also recognise the strengths and

Weaknesses of Sales and Distribution of Bharat Masala.

 To investigate the problems of retailers and customers.

 To analyse the impact of merchandising on sales.

2
 METHODOLOGY

The main objective of the project was to carry out Descriptive Research to find
out the market share of Bharat Masala in Bhubaneswar region and also the effect
of Sales promotion to increase market share.

In Descriptive research we use both the primary and secondary data therefore; I
have used both the primary and secondary data.

PRIMARY SOURCES:

 Personal Interview

 Questionnaire

 Personal discussion and interaction

 Observation MARAT

 Outlet survey

 Companies Information HACOF CERTIN

SECONDARY SOURCES:

 Annual Report

 Files/Documents.

 Manual of the Organization

 Books and Project Reports

3
 SAMPLE DESIGN:

Primary data have been collected through probability sampling.

In which I have used convenient sampling.

DATA COLLECTION:

 Unit 1 Market

 Jharapada Market

 Mancheswar Railway colony market

 Acharya vihar Market

DATA COLLECTION INSTRUMENT:

A well prepared structured questionnaires has been used in this study which
includes both

• Closed-ended

• Open-ended

Questions to get information based on the objective of the research process.

People of different age group from different economic background were asked to
fill the questionnaire containing 10 questions.

4
SAMPLE SIZE:
Sample size includes 50 samples each containing 10 questions.

SOURCE OF COLLECTED DATA:

All the useful data which were require for this research has been

collected through Primary and Secondary data.

 Primary data collected through Questionnaire

 Secondary data collected through Internet, Magazines and Newspaper.

ASSUMPTIONS: MASALA

 It is assumed that the chosen sample is the representation ofwhole

population.
 It is assumed that information provided by the sample is accurate and best
of their knowledge.

5
MISSION:

To reach the far-flung corner of the consumer market and to be present in each

and every household kitchen (Handishala) in Odisha and also to every part of our

country including pan India and overseas with all varieties of spices, Food item

and other products and to carve a niche for itself. Not only that, it is also our

mission to be a proud Indian product of Purity, Quality and Authencity.

ABOUT US:

Surendra Nath Panda, the man behind this noble crusade and Chairman of Jay

Bharat Spices Pvt. Ltd. is a very honest, industrious and noble human being who

started his business with a capital of five hundred rupees only. That was in the

year 1999. Now JAY BHARAT SPICES Pvt. Ltd. is a Rs. 300 crore company. Sj Panda

has been working with a positive attitude all along. For him, one can prosper in

business by providing service and honesty to the customers and the company has

reflected his words in its endeavor to serve the people with trust and integrity.

His unique personality has provided excellence by establishing our brand at

national and international levels. Indeed, he is a one man army and his presence

is a source of inspiration for us. But this is not possible by him only rather he has

6
strongly supported, encouraged and motivated by his industrious son Mr. Susant
kumar Panda, whose focused strategy and innovative marketing skill has given a
special identity to "Bharat Masala" in national and International market.

His Excellency in managing the spices market made him to confront the
challenges swiftly. According to this philosophy, Bharat Masala is not merely an
industry but a family that stands to serve the customers and the society at large
with sincerity, honesty and trustworthiness. Currently Bharat Masala is not only
catering its product to odisha only but also at various states in different zones.

East West Bengal, Sikkim, Bihar and Jharkhand

North-East- Assam

HADAT

North-Delhi, Uttarpradesh MASALA

Central Chhattisgarh

West- Maharashtra

South- Andhra Pradesh, Karnataka

Overseas countries like Kuwait, Malaysia, Srilanka, Bangladesh, Nepal, Indonesia,

Dubai are gradually being acquired by Bharat

Masala products.

The company has managed to annual turnover of Rs 300 crore in Fy 2016-17 and
expecting it to make worth of 500crores in future.
7
Jay Bharat Spices Pvt Ltd has a sister concern i.e; Jay Bharat Food Process Pvt Ltd
located at New industrial Estate, Imam Nagar. These places have the total built up
area of 15000 sqft with a corporate office runs up a built area of 4000 sqft.

A new Pasta unit has also been setup and its Product has already reached the
market. The greatest strength of the company lies upon our agents and Retailers.

CORPORATE SOCIAL RESPONSIBILITY &OTHER

ACTIVITIES:

Besides doing business all over the country, Jay Bharat Spices Pvt Ltd do some CSR
activities such as hosting felicitation ceremony on "BHARAT PRATIVA SAMMAN"
every year to veteran personalities in the field of excellence in Social activity.
Sports, Arts, Culture, Education etc.Apart from that poor and meritorious
students are also provided financial assistance in order to persude higher studies.

The friend in need is a friend indeed approach of Jay Bharat Spices Pvt Ltd has
provided timely relief to the deserved people at the time of flood and other
Natural Calamities.

8
OUR AWARDS:

Our best quality spices and tasty products made us to acheive awards. We have
received prestigious Masala awards 2013 announced by Saif Belhasa Holding
company. We are happy to share with you this news.

UPCOMING PROJECTS:

In return, Our company will also add some new products like pickles and sauces
which are under consideration. Jay Bharat Spices Pvt Ltd will be a public limited
company in couple of years which will provide numerous spices and food
materials to the market as per the need of customer.

RECRUITMENTS:T

Every year JBSPL recruits candidate from various regions in following categories:

• Sales and Marketing(all areas): SR,SO, ASM,RSM • Accounts: GM, Chief

Accountants, Account assistant, Cashier

HR: HR head, HR Assistant

• Production: Production Manager, Office Executive, Sales Coordinators

Logistic: Transport Manager

• Legal: Legal Officer, Public Relation Officer

9
PRODUCT LINE OF BHARAT MASALA:
 Basic Spices
 Blended Spices
 Whole Spices
 Other Ranges
 Pasta

BASIC SPICES:

Basic Spices

> Haldi Powder

> Chilli Powder

>Kashmir Chilli Powder

>Dhania Powder

>Jeera Powder

> Black Peeper Powder

10
TURMERIC POWDER:

Bharat Garden-Fresh turmeric powder has a golden- yellow colour property

content. It is a popular variety in India, where turmeric is used as a key colouring
agent in 'curries'.

Turmeric has a mild, Earthy and woody flavour. It stimulates protein digestion and
is an excellent blood purifier. The use of turmeric as a colouring agent in food
dates back as far as 600B.C. In medieval Europe, turmeric was known as Indian
Saffron.

Turmeric has long been used in the treatment wounds, eye

infections and common cold.

CHILLI POWDER:

Bharat Chilli Powder is perfect blend of colour and pungency. Indian chilli is grown
in Andhra Pradesh, Maharashtra, Karnataka, Madhya Pradesh, Tamilnadu and a
number of other States.

11
The highly pungent "Guntur' and the mildly pungent 'Byadgi' chillies are
internationally recognised as the finest in quality.

CUMIN POWDER:

Bharat cumin is sourced from the well drained, loamy regions of Gujarat and
Rajasthan. This type is much valued for its high percentage of essential oil that
gives it an intense flavour.

A cumin seed has a penetrating musty, carthy flavour. Its cooling spices cumin is
now mostly produced in India, Gujarat, Rajasthan and Uttarpradesh are the
prominent producers.

12
CORIANDER POWDER:

Sourced from the well drained, loamy regions of Gujarat and Rajasthan. This type
is much valued for its high percentage of essential oil content that gives it an
intense flavor.

Coriander seeds have a penetrating musty, earthy flavor. It's cooling spice. In the
middle ages, cumin was believed to keep lovers faithful and chicken from
straying. More recently, cumin has become popular because of its use in Mexican
cooking.

A native of Egypt and the Mediterranean, cumin is now mostly produced in India.
Gujarat, Rajasthan and Uttar Pradesh are the prominent producers.

13
KASHMIR CHILLI AND BLACK PEEPER:

PRODUCT DETAILS:
NAME QUANTITY
ACB
HALDI POWDER Re.1, Rs.2, Rs.5, 50g, 100g, 250g, 500g, 1kg
CHILLI POWDER Re.1, Rs.2, Rs.5, 50g, 100g, 250g, 500g, 1Kg, 5kg
JEERA POWDER Rs.2, Rs.5, 50g, 100g, 250g, 500g, 1kg
DHANIA POWDER Rs.2, Rs.5, 50g, 100g, 250g, 500g, 1Kg
BLACK PEEPER Rs.2, Rs.5
50G
KASHMIR MIRCHI 50g 50g, 100g
BLENDED SPICES:

Wide range of blended spices for your daily usage remembering you taste of your
home. These varieties avoid your difficulties of right taste in your recipes. These
are Curry powder, Dum dum masala, Chana

Masala, Chat masala, Biriyani Masala, Garam Masala, Kitchen king Masala, Fish
masala, Meat Masala, Chicken masala etc.

14
PRODUCT DETAILS:
PRODUCTS QUANTITY ABC
CURRY POWDER Re.1, Rs.2, Rs.5, 250g Rs.5,50g,100g
DUM DUM MASALA Re.1, Rs.2, Rs.5, 250g 50g
CHANA MASALA CHAT MASALA Re.1, Rs.2, Rs.5, 250g 50g
SAMBER MASALA GARAM MASALA Rs.5,50g
SUPER GARAM MASALA 50g
KITCHEN KING MASALA Rs.5,50g,100g
MEAT MASALA Re.1, Rs.2, Rs.5, 250g
Rs.5,50g,100g
CHICKEN MASALA Re.1, Rs.2, Rs.5, 250g
Rs.5,50g,100g
FISH MASALA Re.1, Rs.2, Rs.5, 250g 50g
BIRIYANI MASALA 50g
PANEER MASALA 50g
WHOLE SPICES:

However, the spices most often throughout the India are Turmeric, Coriander,
Cumin, Black Pepper, Mustard Seeds, Cardamom, Cloves, Fennel Seeds, Ginger,
Garlic and Chilies.
15
PRODUCT DETAILS:
PRODUCT QUANTITY
METHI 100g
MADHURI 50g
MADHURI 50g
JUANI 50g
KALA JEERA 50g, 100g
PANCH PHUTAN Re.1, 50g, 100g, 250g
JEERA GOTA Rs.5, 1kg
TEZ PATTA 50g
MUSTARD 50g, 100g, 250g
POSTAK Rs.2, Rs.5, 50g
KASOORI METHI 25g, 50g, 100g, 250g
OTHER PRODUCTS:

16
PRODUCT QUANTITY
AMCHUR POWDER 50g
JAJEERA Re.1, 100g
BIO-SODA Re.1, 100g, 1Kg
BLACK SALT 100g
SOYABIN 100g, 200g, 1Kg
PAPAD 100g, 200g, 500g, 1kg
SHORT VERMICELLI 175g, 500g, 900g, 5kg
TADKA PUNJABI 250g, 500g, 5kg 250g, 500g, 5kg
MIX SATTU 250g,500g,5kg
CHUDA POWDE 450g
BESAN 250g, 500g, 1kg,5kg, 35kg
SHARBATTI ATTA 500kg, 1kg, 5kg, 35kg

17
NEW PRODUCT:

PASTA:

The company has launched the new product which is well known as Italian Pasta
in 2013. The state of the art machine has been installed and production has
started. In the historic Baliyatra.2013 held at Cuttack our pasta product was
tasted in our stall names BHARAT HANDISALA where people from various strata of
the society highly appreciate this. It has given them warm response and feedback
to go ahead with their new product. It is made of pure wheat flour with Italian
technology in an extremely hygienic condition. Mainly these are available in
different shapes: mini shell, macaroni, star pasta and rice pasta

18
SWOT ANALYSIS:

STRENGTH:
 Quality

 Believe on the customer satisfaction

 Bharat Masala has broader product line

 Outstanding response

 Record revenues and increase market share

 Brand equity among customers

 Cost advantages

 Strong advertising and endorsement of celebrities

 Product innovation skills

WEAKNESSES:
 Customer service

 Obsolete facilities

 Higher overall costs than rivals

 Lagging behind

 Distribution problems

19
OPPORTUNITIES:
 Serving additional customer groups

 Increase the coverage area

 Expanding product line

 Transferring skills to new products

 Take Market share by improving service

 Acquisition of rivals

 Increase the target consumer every year

 Company can go for more monopoly counters

THREATS:
 Supply gap

 Failure of distribution channel

 Entry of potent new customers

 Slowing market growth

 Growing leverage of customers or suppliers

 Reduced buyer needs for product

 Demographic changes

20
CORE STRENGTH OF JBSPL:
 Dedicated and motivated team to serve the people and society at large
 Loyal and satisfied customers • Continuous survey of customers need
 Strong marketing network
 Quality products
 Standardization of products
 Our company depends first on its own agricultural products. We have our
own plantation areas, where different sorts of hygienic foods and spices
plants are grown.

21
PROMOTIONAL ACTIVITIES

Sales promotion a key ingredient in marketing campaigns consists of collection of

incentive tools, mostly short term, designed to stimulate quicker or greater
purchase of particular Products or services by customers.

Personal

Advertising selling

Public Relation
Sales Direct
promotion
Marketing

Promotional activities play a key role in the entire marketing effort being carried
out by BHARAT MASALA. These promotional activities generate more sales as well
as create a good image of the product in the mind of the customers.

PROMOTIONAL TOOLS:

 Point of sale display

 Incentives to retailers
 Sales promotion through sponsoring special events
 Various schemes
 Advertising

22
MEDIA PARTNER:

BRAND AMBASADOR

RADIO PARATNER:
23
INTRODUCTION TO DISTRIBUTION CHANNEL:

JAY BHARAT
SPICES

WHOLE
SELLER

DISTRIBUTOR

RETALER

CONSUMER

24
 CHAPTER-3
INTRODUCTION TO THE TOPIC
The importance of consumer sales promotion in the marketing mix of the Masala
category throughout the world has increased. Companies spend considerable
time in planning such activities. The study here pertains to consumer's perception
regarding sales promotion. Some past researches have suggested that promotion
itself has an effect on the perceived value of the brand. This is because
promotions provide utilitarian benefits such as monetary savings, added value,
increased quality and convenience as well as hedonic benefits such as
entertainment, exploration and self-expression.

Broadly speaking most of the companies using marketing mix which include:

 Product
 Price
 place(channel of distribution)
 promotion

These are the four basic pillar of marketing mix. Most of the marketing strategies
are built on the basic of these criteria. Promotion is one of the important
elements of marketing mix. There are so many elements of promotion such as:

 Advertising
 Direct marketing
 Public relations

25
SALES PROMOTION:
Traditionally, sales promotion has been used by marketer to increase sales in the
short term. However, in the last few decades this communication tool has evolved
and now is considered from a strategic point of view. For this reason, it is
necessary to realize new Studies in this area and study how consumers evaluate
sales promotions.

Sales promotions have grown in both importance and frequency over the past
few decades. Although an accurate estimate for total sales promotions
expenditures does not exist, we can be sure that the trend is up.

Sales promotion serves free essential roles: It informs, persuades and reminds
prospective customers about a company and its products. Even the most useful
product or brand will be a failure if no one knows that is available, as we know,
channel of distribution take more time in creating awareness because a product
has to pass through many hands between a producer and consumers.

Therefore a producer has to inform channel member as well as ultimate

consumers about the attributes and availability of his products. The secondary
purpose of promotion is persuasion. The cut throat competition among different
products puts tremendous pressure on their manufacturers and they are
compelled to undertake sales promotion activities. The third purpose of
promotion is reminding consumers about products availability and it's potential to
satisfy their needs.

From these elements sales promotion is the element which is in the focus of this
project. Further sales promotion is quite broad term it includes......

26
  Consumer Oriented Sales Promotion
 Trade Oriented Sales Promotion

SALES PROMOTION FROM THE CONSUMER POINT OF VIEW:

LONG-TERM IMAPCT:

In order to understand ability of the promotion to increase long-term sales,

respondents were asked about continuity of purchase of a brand after the with
drawl of promotion. Majority of the respondents indicated that they would not
continue. But some of said they would. Thus, it could be inferred that promotion
in this category might encourage Arial and brand switching but not long term
loyalty.

PREFERENCE OF SCHEMES:

Price-off was the most preferred type of scheme. Maximum customer's ranked
price-offs as number 1 or 2.

PERCEIVED QUALITY:

Majority of respondents had a perception that the quality of the promoted brands
remains the same during promotion, while some of them felt that it was inferior
to before. It can be inferred that promotions were not leading to negative brand
quality perception. It is found that some customer strongly preferred to buy their
regular brand and said that promotion would not weaken their loyalty towards
the brand.

27
SALES PROMOTION FROM THE RETAILER'S POINT OF VIEW:

PERCEPTION ON SCHEME PREFERENCE:

It was found that retailer perceived price off as a better form of seals promotion

activity. Price offs in their opinion had relatively a greater impact compared to any

other form of sales promotion activity like Bonus packs, Premium, Contests etc.

Retailers preferred price offs the most, then bonus pack, premium, contests, in

order of importance. k, premium, contests, in ord

PERCEPTIONS ABOUT BUYING ROLES:

Retailers viewed that the person who came to the shop (Who may be a maid, son,

daughter and child) was the decider of a toilet soap brand and not the income

provider (Head of the family), It could be a inferred that visibility of information

about the sales promotion activity at the point of purchase could result into the

purchase of a promoted brand.

28
PERCEPTIONS ABOUT THEIR ROLE IN DECISSION MAKING:
Retailer had relatively very low influence in affecting choice. It could be inferred
that visibility and awareness about the scheme were the critical success factor so
that pull could be created.

PERCEPTIONS ABOUT RESPONSE TO SALES PROMOTION OFFERS

They believed that younger age groups were more experimental in nature,
amenable to trying new brands, and look for sales promotion scheme running on
any beverage at the time of purchase.

PERCEPTIONS ABOUT COMMUNICATIONS OF SALES PROMOTION SCHEMES:

Retailers perceived that role of word of mouth and television

advertising played an important part in providing information inputs

to consumers regarding sales promotion activities.

DEALER-RETAILER DYNAMICS:

At the time of sales promotion activities, dealers had tendency to push unwanted
stocks onto the smaller retailers. In fact these retailers preferred to stock variety
of brands and wanted payment for shelf and window display to increase traffic
into their store. However supermarkets and big retailers were pampered and
given special services with better margins and better allowances.

29
MARGINS:

It was found that in sales promotion schemes margins varied from 6 to15%
depending of the size of the retail outlet, bargaining power of a retailer, quantity
ordered by him etc. Mostly margins were linked to size of the volumes that were
ordered.

NATURE OF POP:

Retailers indicated that most of the POP (Point of Purchase) materials were meant
for brand advertisement and riot for giving information regarding the schemes.
Thus it could be inferred that company's follow up was not adequate.

SERVICING DURING DURATION OF SCHEME:

In stock-out situation during the running of the sales promotion schemes, smaller
retailers had to wait for replenishment of stocks till the next scheduled weekly
visit by the dealer salesman but big retailers were serviced on telephonic request
for replenishment of stocks. This clearly indicated the disparity in treatment.

GIFTS FOR RETAILER MOTIVATION:

Companies at times were rewarding retailers by giving free gifts like thermo flasks
or clocks if they sold more than certain quantity in given period. Companies were
making a half-hearted effort to motivate retailers.

30
PERCEPTIONS ABOUT MASS MEDIA ANNOUNCEMENTS:

Retailers viewed that whenever sales promotion scheme was announced on TV, it
created pull and they were more than willing to stock such brands. Hence there
was very little awareness leading to unsold stock till 6 months.

HANDLING PROBLEMS:

Many a time's retailers had to handle various sales promotion offers

simultaneously in a category and also across categories and there was no formal
communication planning either from the dealer or the company. Remembering
each offer and handling was a problem especially for a small retailer which was
often an as one man show.

WHY DO SALES PROMOTION SCHEMES AFFECT SALES?

There are mechanisms behind these facts. It is purchase quantity, Brand switching
and category expansion.

First, consumer can increase the quantity they buy just because the product is on
sale.

Second, consumers are inducing to purchase another brand different from the
one they would have purchased when there is no promotional incentive.

Finally, consumer's total consumption of the product category is increased, by the

promotion. However, in the long term positive effect may be diluted because a
promotional campaign has no permanent effect in the sales of the firm.

31
SALES PROMOTION STRATEGY:

Sales are the life blood of a business. If businesses want to succeed it should have
a sales promotion strategy in mind. The primary objective of a sales promotion is
to improve company sales by predicting and modifying your target customer
purchasing behavior

and patterns,

Sales promotion is very important as it not only helps to boost sates but it also
helps a business to draw new customers while at the same time retaining older
ones. A sales promotion strategy is an activity that is designed to help boosts the
sales of a product. This can be done through an advertising campaign, a trending
stamps campaign and exhibitions through prize giving

competitions, through temporary price cut and through door to

door sales, telemarketing, personal sales and e-mails

When developing a sales promotion strategy for your business, it is important

that you keep the following points in mind.

 Consumer attitudes and buying patterns

 Your brand strategy
 Your competitive strategy
 Your advertising strategy
32
There are 3 types of promotion strategies:

 A push strategy
 A pull strategy
 A combination strategy

A PUSH STRATEGY:

A push sales promotion strategy involves pushing distributors

and retailers to sell your product and services to the customer by

offering various kinds of promotion and personal selling efforts.

A FULL STRATEGY:

A pull sales promotion strategy focuses more on the consumer instead of retailer
or distributors. This strategy involves getting the consumer to pull or purchase the
product/services directly from the company itself.

A COMBINATION OF TWO STRATEGIES:

A combination sales promotion strategy is just that; it is a combination of a push

and a pull strategy, it focuses both on the distributors as well as consumer,
targeting both parties directly, it offers consumer incentives side by side with
dealer discount.

33
 CHAPTER-4
RESEARCH OBJECTIVE

Research objective of the study:

 To understand the competitive market of spices ▸ To analyze the impact of

promotional scheme on sales
 To know the various sales promotions strategies > To investigate the
problem of retailers and customers
 To analyze the impact of merchandising on sales

RESERACH METHODOLOGY:

1. Defining the problem:

To study "sales and distribution strategies of Bharat Masala products" in Cuttack

city. LA

2. Research type:

Descriptive research has been conducted as the primary data was studied and
analysed to the need of the study.

3. Area selected:

Survey was conducted in various places in Bhubaneswar .

4. Sample unit:

Each respondent was considered as a single unit in the survey.

34
5. Sample size:

The sample was done of taking 50 units.

6. Collection of data:

Mostly, the information which has been collected is primarily in nature. Some
secondary data have also been extracted from the various websites, magazines,
journals and news papers.

7. Data collection method:

The method of data collection is questionnaire method.

8. Data analysis method and tools:

1) Since how long are you in the business?

a) 1-5yrs b) 5-10 yrs e) more than 15 years

MORE THAN 15
DURATION YRS
1-5yrs 5-10yrs

RESPONDENTS 08 12 30

35
 Sales

1-5YRS
5-10YRS
more than 15 yrs

As we have seen from the pie-chart majority of outlets were doit g business from
more than 15 years.

2) Which company's Masala would you like to purchase in more quantity?

a) Bharat b) Ruchi c) Meera d) Everest

Product Bharat Ruchi Meera Everest others

Respondents 18 16 08 05 03

Purchase
20
18
16
14
12
10
Purchase
8
6
4
2
0
Bharat Ruchi Meera Everest Other

36
The above graph presents that 18% of respondents like to buy Phai Masala
Products, Ruchi scores 16%, Meera masala scores8% and Everest 5%. 3%
respondent shows interest in other products.

3) Why do you want to purchase Bharat Masala product in

more quantity?

a) High margin b) More offers c)better supply d) Taste

Bharat High More Better Taste

Masala Margin offer supply
Respondents
13 16 9 12

Sales

high margin
more offer
better supply
tasty

We have concluded from the above chart that consumers are offers given to
them. High margin also stood second position buying Bharat Masala products in
37
more quantity due to more that is given to consumers. Taste also matters
according to other products that defines our tagline"Dil se dil ko milaye".

4) Do you think that customers consider promotional schemes while purchasing a

particular brand of Masala?

a) Yes b) No

Cederation of

pronssional schemes YES NO

Respendents 32 18

Promotional schemes

Promotion

35

30

25

20
Promotion
15

10

0
YES NO

The above diagram shows that 32% respondents think that customer considers
promotional schemes while purchasing a product.
38
5) Which promotional scheme attracts more to customer?

a) Price off b) Extra quantity c) Display promotion d) lucky draw

Promotional Price Extra Display Lucky

schems off Quantity promotion Draw
Respondents 26 12 04 08

schemes

price off
extra quantity
display promotion
lucky draw

From the above chart it is clear that price off promotional strategy and Extra
quantity is more attractive to customer.

6) Which of the following products of Bharat masala have great demand?

a) il idi powder b) chilli powder c) curry powder d) chicken

masala e) others

39
 Haldi chili Curry Chicken other
Products
power powder powder masala

Respondents 28 10 06 05 03

Out of total products of Bharat Masala, 28% of respondents are willing to buy
Haldi powder, 10% chilli powder, 6% curry powder, 5% chicken masala.

7) Are you satisfied with the distribution channel of Bharat Masala? RAT

a) Yes b) No

Opinion Yes NO

Respondents 35 15

Majority of respondent i.e. 35% feel that the channel of distribution of Bharat
Masala is good but 15% don't feel so.

8) Are you satisfied with schemes given along with Bharat

masala product?

a) Yes b) No
40
 Satisfaction Level No
Yes

Respondents 38 12

Out of total respondents i.e. 38% of respondents are satisfied with existing
schemes of Bharat Masala.

9) Which other ranges of products of Bharat Masala are running well in the
market?

a) Soyabin b) Papad c) vermicelli d) Sharbatti Atta e) Others

Sharbatt others
product soyabin papad vermicelli
atta

Sales
% 12 8 8 16 6

41
 sales %

16

14

12

10

8 sales %

0
soyabin papad vermicelli sharbatti atta others

The most selling product is Sharbatti Atta i.e. 16% followed by

Soyabin, papad, vermicelli.

10) Do you want improvement in the service of the company?

a)Yes b) No

Maprovements
in services
YES NO

Respondents 32 18

Majority of respondents want the company to improve its services.

42
Thought Of FAQs :
1. The market position of the Bharat Masala is very strong in area allotted to me.
Near about 60% spices sold belong to Bharat Masala.

2. Haldi powder is the most selling brand in the area and the second position is
Chilli powder and the third is Curry powder..

3. Retailers are not getting benefits provided by the company because they are
not getting benefits provided by the company because they are not directly linked
with the company.

FINDINGS:

After analyzing and interpreting data, the outcomes are...

> In the city of Cuttack majority of grocery retailers are doing business for more
than 15 years and out of them most of stores prefer to keep Bharat Masala
Products.

Retailers buy products more in quantity because 26% of respondents buy product
in more quantity due to more offers. This is followed by 23% due to high margin,
12% due to Taste and 9% due to better supply.

- The retailers and dealers of Bharat Masala want to improve its services and ask
for more schemes. share of

In the form of competitive analysis the market Bharat Spices is greater than other
spice products.

43
 CHAPTER-5

CORPORATE LEARNING

To be a part of Jay Bharat Spices Pvt. Ltd. was the best opportunity for me to
have:

A practical exposure of spices world

 Independently understand the customer

 Learn corporate culture
 Learn the technical procedure and analysis of various research systems
such as marketing research, Merchandising etc.

LIMITATIONS OF THE STUDY:

 The sample size of 50 respondents is too small to find out the consumer
perception.
 There might have been tendencies among the respondents to amplifying
or filter their responses under the testing.
 In some cases, the respondent was not giving me the proper reply. He/she
might think that this is only wastage of time or this might create some
problem etc. And as a result he/she has given some fake answers and fills
the questionnaire very casually.

44
 The area of study is limited and confined to certain limitation. It is possible
that some potential sources might have remained untapped.
 Since the result has been drawn on the basis of the information provided by
the respondents therefore there is a chance of error.

45
 CONCLUSION
Hard work and focus makes people successful, success is nothing but taking right
decisions in complex situations. Overall it was a good exposure at Jay Bharat
Spices Pvt. Ltd. before starting the training lot of questions related to working of a
spice production company were popping in the mind of a budding manager who
had a lot of enthusiasm to learn the entire functioning of the organisation and
many of the questions got answered during the tenure Bharat Masala. There are
still few questions unanswered and they are questions that can be only answered
by the top management and are practical questions which can also be answered
while working in the industry. I am very lucky that i have done my internship at
Jay Bharat Spices Pvt. Ltd in marketing Department. During internship i got
guidance from both sides i.e. academic as well as corporate.

Time to time my mentor gave instructions and guidance relating to my work in

the market. The basic purpose of summer internship was to have corporate
exposure, to learn ways to handle practical situation and understand corporate
culture.

My entire internship was focused on sales and distribution of Bharat Masala

products and merchandising. In which my responsibility was

• To understand the market spices.

• To analyse direct and indirect competitors

• To promote sales of Bharat Masala

• To Merchandise

46
  .To audit the premium class outlets

Summer Training was like an eye opener. In other words internship is a trailer of

real corporate world. During internship I learnt that punctuality and hard work is

required for sustaining in the market. Apart from this, at the college, the

theoretical concepts were more like dictionary with lots of words but after

summer training the words have their practical use in corporate life. The things

are not exactly done according to the theories in the book, there are certain

modifications done according to the requirements of the industry.

Through this research I also come to know that young generation is the potential

market for spices industry, taste is the 1stpreference in choosing the product.

47
 BIBILOGRAPHY
BOOKS REFERED:

• Ramaswami.v.s, Marketing management, macmillion publications, 2009(4th

edition)

.Phillip Kotler, Marketing Management, New delhi, prentice

hall of india, 2009(13th edition) • Kothari.c.r. research methodology, pearson

publication,

2007(14th edition)

INTERNET:

www.bharatmasala.in

www.google.com

www.wikipedia.comASALA

www.marketingteacher.com

www.nos.org

www.indiabix.com

MAGAZINES

RESEARCH PAPERS

RESEARCH METHODOLOGY" BY C.R.KOTHARI

MARKETING MANAGEMENT ANALYSIS, PLANNING IMPLEMENTATIONS &

CONTROL" BY PHILIP KOTLER

48
 QUESTIONNAIRE

OUTLET NAME-

ADDRESS-

1) Since how long are you in the business? a) 1-5yrs b) 5-10 yrs c) more than 15
years

2) Which company's Masala would you like to purchase in more quantity? a)

Bharat b) Ruchi c) Meera d) Everest

3) Why do you want to purchase a particular company's product in more

quantity? ALA a) High margin b) more offers c) better supply d) Taste

4) Do you think that customer consider promotional scheme while purchasing a

particular brands products? a) Yes b) No

5) Which promotional schemes attract more to customers? a) Price off b) extra

quantity c) display promotion d) lucky draw

49
6) Which of the following products of Bharat Masala have great demand in the
market?

a) Haldi powder b) Chilli powder c) Curry powder d) chicken masala e) Others

7) Are you satisfied with the distribution channel of Bharat Masala?

a) Yes b) No

8) Are you satisfied with schemes given along with Bharat Masala?

a) Yes b) No

9) Which other ranges of products of Bharat Masala are

running well in the market? ALA a) Soyabin b) Papad c) vermicelli d) Sharbatti

Atta e)

mix sattu f) others

Q 10) Do you want to improve in the service of the company?

a) Yes b) No
50